In B2B sales, you may find yourself in a situation where you need to present your sales proposal to an audience of senior executives. On the one hand, this is certainly an advantage, as you are speaking directly to the people who have decision-making authority and who can usually accept your proposal immediately. On the other hand, such an exclusive audience requires a specific approach. Let's have a look at how to best present your sales proposal to a company’s top management.
Don't waste time
As Forbes states, top executives usually don't have time to spare. They also generally have little patience for beating around the bush. Get straight to the point, set aside flowery language, and keep small talk to a minimum.
Speak the language your audience will understand
This rule applies to any presentation. You have to speak to your audience in a language they understand. This means using terms, phrases, and above all arguments that resonate with your listeners. In the case of top management, this will of course involve concrete numbers or an emphasis on growth and long term profitability.
Your presentation must have a clear structure and a clear vision
Your presentation must be clear, concise, and impactful. It should have a simple structure and focus on a clear vision, for example that you will save the company 5 percent in costs in the coming year.
Don't forget references, recommendations, and concrete evidence
Top executives don't want to take risks. They select suppliers carefully and don't bestow their trust lightly. That's why it's appropriate to provide strong references and to present concrete evidence that your proposal is beneficial for the company.
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